VP, Sales Excellence

Job Description

Property Finder is the leading digital real estate platform in the Middle East and North Africa region. A UAE-born startup, Property Finder expanded its operations to Qatar, Bahrain, Saudi Arabia, and Egypt over the years. Recently, it acquired a significant stake in Zingat in Turkey. The company is one of the largest technology start-ups in the region and on a journey to becoming a Unicorn. We are aspiring to create a lighthouse technology company which will have a lasting impact in the entire tech ecosystem in our geography.

 

The role

Lead the strategic thinking and implementation of best-in-class commercial operations, commercial strategy and commercial enablement functions for a classifieds marketplace. More specifically:

Commercial Strategy: 

• • Act as the right-hand of the CRO on the commercial strategy, coming up with opportunities to optimize or accelerate client retention, new business acquisition, country commercial strategy determination, and prioritization
  • Continuously optimize the commercial operating model (e.g., number of accounts per business consultant, client segmentation and service models) in order to ensure highest level of productivity, as well as highest ROI is achieved given the commercial investment 
  • Discover new opportunities to grow and optimize the business through analytics, modeling, and business case development – working very closely with corporate strategy, commercial finance and business analytics functions

Commercial Operations: 

• • Sales targets & performance
    • Partner with commercial finance in determining and allocating sales targets to various teams / geographies, correctly determining the distribution between: retention, new business, upsell etc.
    • Analytically decipher what’s driving over- or underperformance across different client segments, teams and geographies, understanding the end-to-end commercial funnel
    • In case of underachievement, recommend a set of corrective actions to the CRO and implement the initiatives 

• Sales org design
  • Experience in designing a commercial organization that optimizes and enhances commercial performance as well as productivity
• Comp and commission design
  • Design exceptional comp and commission plans to set the right incentive structure for commercial team

Sales Enablement: 

• • Develop and standardize sales enablement activities, including but not limited to:
    • Training: Develop a best-in-class business consultant training journey that aims to elevate skills of the teams across consultative selling and interpreting analytics to take necessary actions
    • Tools: Partner with commercial analytics and other relevant functions to continuously build new tools, improve existing tools and drive adoption by the commercial team 

Voice of Customer:

• • Have a very clear understanding of the customer journey at Property Finder, and become the champion in the organization of identifying (through a structured process), surfacing and developing solutions for customer pain points
  • Be a key partner to marketing in B2B forums, both in their design as well as execution
  • Closely partner with product to ensure the right product roadmap is in place as a result of customers’ feedback

 

The Person:

• 12+ years of experience in highly analytical roles specifically focusing on sales excellence (and/or business operations) – ideal candidate would have previous experience and stellar track record in SaaS organizations, or top tier consulting companies specifically focusing on sales performance improvement
• Track record in being able to implement large scale commercial change/transformation programs
• Highly analytical and can manage multiple growth strategies simultaneously including customer acquisition, retention and upsell
• Exceptional written and verbal communication skills – ability to influence direction of the organization using the combination of 1) power of analytics, 2) stakeholder influencing and 3) agenda driving
• Proven record of high performance and achievements in career, particularly in the  areas of responsibility as per above